Home Party Plan Radio Transcribed

The CashFlowShow – Direct Sales Radio focuses on home party plan training. We are now transcribing some of the best interviews into text for the hearing impaired. This is the 3rd of a 4-part series with Mary Christensen, one of my favorite party plan training gurus!

If you have not read the first article then start at the beginning of Mary’s most popular Direct Sales Keynote.

Mary Christensen,

Party 3 of 4 Home Party Plan Training Interview

[break-music]

DEB BIXLER: Welcome back, everybody! Welcome back to the cashflowshowradio.com and you know that CashFlowShow airs live at 8 p.m. Eastern Time USA Wednesday nights, and then replays 8 a.m. Eastern Time the next morning and is available for download as well.

So share the links all across the world because our goal is to be the number one show on the Business Channel, and we’re doing pretty well; we’ve had between 9,000 and 13,000 listeners on a month and we’re really excited about that. So thank you everybody for joining us.

We’re here with Mary Christensen, who is one of my favorite presenters in the direct sales industry, and she’s a former CEO with corporate leadership roles in two different companies.

Mary is now the most sought-after direct selling speaker, making over 200 presentations a year, and we’re going to talk about — well, we have two topics and we might run out of time — recruiting and sabotage. But before we get too involved, Mary, I know that you wanted to send some people to your website and have a special, so why don’t we do that so we don’t run out of time at the end?

MARY CHRISTENSEN: Sure. Now that would be great and, Deb, I do want to say thank you so much for making this radio show available. I think it’s a fantastic show that people can call in, get access to some amazing guests. I’ve been following you and getting all this information free. So I know that you’re doing a fantastic job, thanks to you. My offer, well first of all, everyone, my website is my name, so it’s http://www.MaryChristensen.com, and a couple of things you can do there.

First of all, I do have a free e-newsletter so you can go in there and click on that, there is no charge; you get a one-year subscription. We do ask you to renew it each year but that’s just something… industry buzz I share tips and techniques and all sorts of things on there. We have some giveaways and some are in that newsletter.

Be A Party Plan Superstar

But I did also put an offer for you tonight and it’s a pretty simple one. You’ll see that I have four books:  Network Marketing Superstar, Be A Recruiting Superstar, Be A Party Plan Superstar, and if you’re thinking of buying one book tonight I would definitely suggest all three. But I also have a range of audio workshops and each one of those workshops is a one-hour tutorial on a topic that you need to know to grow your business.

Now, I’m not going to take time, Deb, explaining them all because you can go on my website, you can scroll around and see. But what I want to do tonight is give everyone who wanted a free one-hour audio workshop on how to identify your own personality. It’s a lot of fun; it’s one of my most fun workshops. You’ll discover some very interesting information about yourself, how you communicate with others and help others see you. But it also will teach you to communicate much more effectively with lots of different types of personalities; and I’m talking the delightful ones, the demanding ones, and the difficult ones as well, so you’re going to love that. And all you have to do, the books are fine, order the book but if your order includes any one audio workshop, I will send you this audio workshop, it’s called “Peacocks and Other Hot Prospects.” – I will send you that absolutely free. Now it’s valued at $49. There’s a quiz that you can download from the Internet and have a little bit of fun discovering your personality. So any of my books plus any one audio workshop, and you’re going to get this $49 audio workshop absolutely free.

DEB BIXLER: Cool! That sounds great! That is http://www.MaryChristensen.com and you know what, that Recruiting Superstar is an excellent book, Mary; I really enjoyed reading that. So why don’t we talk a little bit about sponsoring.

MARY CHRISTENSEN: Yeah, and here we’re going to be talking about some how-tos tonight, Deb. I think before the break we talked about the number one how-to and that is to get those bookings and appointments, because if you don’t have bookings, you don’t have a business. You’re just pretending to be in business, so I would urge everyone: Remember, between now and Christmas, most direct selling companies will have 60 to 70 percent and even higher of their annual sales. People are buying, so get out there and take advantage of that and earn some cash for Christmas.

But sales are really just your income for today. Appointments and bookings, that’s your income for tomorrow, but when you start sponsoring that’s when you’re starting to generate income forever. That’s the exciting part of the business. So it’s selling, it’s booking, and it’s sponsoring, and it’s not multiple choice; you have to do all three. I’m sure this has been shared already on the show but you’re not creating a need. In America alone, 25,000 people sign a direct selling agreement every single day. Your job is to make sure they’re signing with you. In Canada, it’s just under a million people a day. In Australia — I know, Deb, you have a great international following in Australia — it’s also around about just a little under a million a day.

So remember why people are attracted to this business; that’s the first step because if you’re proud and excited, then other people will be as well. I think if I had to pick three reasons: number one, because we get to control our income and when you control your income you control your life. I’ve talked a lot about moms and being the mom your kids deserve, but increasingly — and I know you’ve seen this, Deb — we are attracting a lot more career professionals to direct selling because so many people have been climbing that corporate ladder and discovering it’s leaning against the wrong wall. The sacrifices in working for someone else are so great. When you work for yourself, you get to call the shots. So my question to people, when I meet people who are successful, I will always applaud them to that. But I think the more talented you are, the more ambitious you are, the more you should be running your own business.

So, Deb, and I know you do this too, when I meet someone who’s successful I don’t think, well, they won’t be interested in the business. I’m thinking, if you’re so great what are you doing working for someone else? Because you’re going to be successful at whatever you do. But why would you pay the price of letting someone else determine when you work, with who you work, hating the petty office politics that goes on is something that so many people tell us. And of course, if you’re going to lock a bunch of people up for eight, nine, 10 hours a day and expect them to compete against each other, of course there’s going to be politics. So think about it: If you have the skills and the attitude to succeed, of course you’ll succeed wherever you decide, but why not in direct selling where you’ll get the extras, the rewards – the recognition? You won’t be subsidizing lazy coworkers that are… I mean, I just can’t see why people would not start their own business.

So the other thing I think that we love about this business, and I am comparing a little bit to corporate jobs, we get what we want by helping others get what they want. If you’re a leader and you’re listening into this call, I want to applaud you for what you’ve achieved because the only way you’ve got to where you are today is by helping others. In corporate jobs, the exact opposite is true: If you and I, Deb, are going for the same job then my job is to make sure you don’t get promoted.

And I think basically we love to shop — particularly women. We love to shop, so it’s not as if we’re forcing people to buy, it’s something that we love to do; and I’ve already talked about the holiday period that people are buying. You just have to be in there and grabbing that. So don’t make… help your business plan, everyone; don’t think, “When I know I’m going to sell…” “I hope I meet some people to sign.” Think “I’m going to sell, I’m going to book, and I’m going to sponsor.”

Home Party Plan Presentations

Make sure if you are in Party Plan — I know, Deb, you have a lot of Party Planners following you — when you go to do those presentations, those shows, and those parties, make sure you have booking and sponsoring materials with you, pop them into bags and put them right up [unintelligible - 00:40:52] display. So that when people walk into the room they can see that you’re there to sell, you’re there to book, and you’re the sponsor. And I have always recommended… I’m fortunate that

I get to work with the top achievers of a lot of companies and they’ll all say, having their party bags, their business bags right up there on the table with their products, makes it so easy to say, “Oh, let me tell you what these are. These are my business bags. I never planned to be a direct seller; it was never in my radar but I just happened to go to a presentation and it just clicked for me. I have one big regret about it: that I didn’t do it sooner.”

So when I do my presentations, I always bring information for anyone else who is sick of their job, wants to fire their boss, whatever. I have these bags; you can take one home with you tonight. So if you noticed my attitude, Deb, it’s one of confidence and it’s one… I’m not worried about people saying, “No”; that’s fine. My job is to give you the chance to say “no.” And no one likes rejection, but if you’re not asking people you’re actually rejecting them. So to me I give you a chance to say, “No,” and if I can share a specific tip tonight that… and we could talk for hours on sponsoring, but I find that people don’t mind the “no.” When I really look into it, people are worried about what happens after I say “no.” So for example if I said to you, Deb, “Have you ever thought about selling your own business?” and you say “no,” and because I’m not prepared for that I say something a little bit idiotic like, “Well, if you change your mind…” or “We’re here if you need us.” And of course that creates an awkwardness on both parties.

So remember, if things aren’t working for you, we started the call this way, work out what you can do better; and I learned very quickly if someone said “no” to me that I would just look back and say, “Oh, look, I understand. I bet you get asked all the time, you’re the kind of person everyone would want to work with.” So what I’ve done is I followed the “no” with this amazing compliment and that’s what people are going to remember.

So relax about sponsoring. It’s a process of matchmaking. We’re looking for people who are perfect for your business because your business is perfect for them and you have to be relaxed about those who say “no.” I think one of the biggest problems that we have is that we spend too much time trying to convince people that this business will be great for them. I don’t try and convince anyone. My job is just to give as many people the opportunity and the right people will say no and the people who are happy where they are or whatever it is, the right people will say “yes” and those other people, they’ll decline.

DEB BIXLER: Right.

MARY CHRISTENSEN: But a couple of tips to make it easy, we’ve got time just to get a couple of…

DEB BIXLER: No, we don’t. We were running out of time… sorry but we don’t.

MARY CHRISTENSEN: Oh, we’ll do it on the next one after the break, that’s fine.

DEB BIXLER: We’re going to get to those. Hold those tips, Mary.

MARY CHRISTENSEN: Yeah, will do.

DEB BIXLER: Yep. We’ll get to the tips after the break and that’s what we’ll come with. This is Cash Flow Show Radio and we’ll be right back. Sorry, Mary.

[Break - Music]

Grow Your Party Business

Grow your party business by reading the full series of Mary’s Interview and/or print the transcripts of Mary Christensen’s Interview.

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Just click Get Create A Cash Flow Show delivered by email and you will receive an email the day after each post is added.

Are you “trying” to work your business or are you doing it?

This is an article that has been on my “to write” blogging list for awhile. The interview last night with former NFL player and motivational business coach, Eric Boles, prompted me to write it now.

Work Your Home Business!

As a home business coach I often hear consultants say “I am trying to work my business….” or do such and such.

Then I quip:

Trying is lying… either do it or don’t! But for goodness sake, please stop trying!

People who try rarely succeed. People who do always succeed. In business there is no room for trying.

Eric Boles Says: Training

On our CashFlowShow – Direct Sales Radio interview last night with Eric Boles (1/11/12) he said something that really made sense!

We are not trying to work our business….

We are training to work our business!

Substituting the word training any (and every) time you use the word trying will make you more effective.

This is a small attitude adjustment that would make a big impact on your business long term.

It focuses on the positive of improvement rather than the negative of pretending to make an attempt at something that is hard. (The dictionary even says trying is difficult.) Trying is the first step toward failure!!

WAHM Success Tip

Anyone working from home (WAHM) who makes this small attitude adjustment will achieve better success in the New Year.

Eric says from now on say:

• I am training to be good at scheduling shows!
• I am training to be a better father!
• I am training to write my business goals!
• I am training to organize my office!

PERFECT!! I love it!!

How Does Square Up Work for Credit Card Processing

Many direct sales companies provide credit card processing and merchant services for their consultants but some require the distributors to provide their own credit card processing in they want to accept credit cards.

Credit Card Sales Increase Business & Sales

In the direct sales business, small business owners can use all the help that they can get. One of the ways to enhance your business services and increase sales is the ability to take credit cards.

It has been shown that when customers put purchase on a credit card they tend to spend more money.  The use of a credit card separates the purchasing pleasure from the pain of payment.

Until now, direct sales business owners had to go through an involved process to get a merchant’s account and procure the proper equipment to be able to take credit cards at an event. But with the new Square Up program, a direct sales business owner can take credit cards at any event in a cost-effective way.

Square UP- Easy Equipment

The best part about the Square Up service is that the equipment needed to take the credit cards is extremely simple to use. The Square Up program offers standard USB interface equipment to be used with a laptop, and it also offers the alternative to use the interface on iPhone, iPad or Android as well.

The convenience of the Smartphone card reader is that you do not need to ask permission to use WiFi connection at your event location. The other advantage is that you can take orders anywhere you can find customers.

Direct Sales Consultants Conduct Business Everywhere – Convenient

Direct sales consultants are known for conducting business everywhere they go. The entire Square Up process is one of the easiest credit card payment methods in the industry and fits in perfectly with the insdustry.

The fee per transaction is only 2.75 percent of the total (1/7/12), and the program accepts all major credit cards including Visa, MasterCard, American Express and Discover. It only takes one swipe and the entire transaction is done.

To get you up and going quickly, the set-up process only takes a few minutes. You can begin accepting credit cards over your laptop or Smartphone within a few minutes of setting up your account.

There is also no guesswork involved when it comes to receiving payments. It only takes one business day for each credit card transaction to be processed. Once the credit card company has approved the transaction, you can expect the payment to show up in your account the next day.

Direct Sales Merchant Services

Applying for an maintaining a conventional merchant account can be expensive. The ability to take credit cards is something that will increase your revenue and expand your customer base.

When you use the Square Up program, you are using one of the simpler methods for accepting credit cards available. The merchant account can be managed online, and the Smartphone capability makes this the ideal solution for any small business owner that has the need to be truly mobile.

Mary Christensen, Direct Sales Interview

The interview on the CashFlowShow – Direct Sales Radio with Mary Christensen was the first training materiel that we had transcribed from the radio show.

Direct Sales Radio For Hearing Impaired (Part 2 of 4)

As a service to the hearing impaired direct sales consultants around the world we are offering some of our top radio interviews transcribed into text.

This is part 2 of 4 (a show is 19 pages in text) so if you have not read the first article yet, start with the beginning of Mary’s most popular Direct Sales Keynote.

DEB BIXLER: Welcome back, everybody! Welcome back to the cashflowshowradio.com.

This is Deb Bixler and we’re glad you’ve joined us. We’re really excited tonight. We have one of my favorite presenters and also a very good friend, Mary Christensen; and she is presenting the Power of One, her powerful keynote. She is one of the most powerful and inspirational presentations that I have heard ever, and she’s talking about overcoming doubts, disappointments, distractions, and dream stealers to reach your goals. So in the last segment we talked about having one goal for one year and doing it one step at a time. So what’s next, Mary?

Direct Sales Business Goals

MARY CHRISTENSEN: Oh, in a bit. So, okay, we started with the goal — and if you’re just joining us, you can go back hopefully and listen to the replay of that first segment –but, Deb, the best news about direct sales is that you cannot fail if you do not quit before you succeed. And when you understand that, you’ll know naturally what the next step is and it’s “Stay in your lane.”

You’ve set your goal, you know where you are, you know where you’re going, but your success and how fast you achieve it is going to come down to the detours you don’t take, those little side roads that we get distracted off to them.

I have a bit of advice I say to people; there’s a word that many of us don’t use nearly enough. We have to learn to love the word “no.” So often people to say to me, “But I work from home,” and people say, “But you work from home, surely you can fit this in,” and what I say is, “It’s because I work from home that I have to stay focused on my business.” So it’s stay in your lane but don’t take those detours; and don’t, whatever you do, pull into those little emotional handicap parking bays that we tend to pull in to — and so many of us have so much potential.

But what we do, Deb, is we start that kind of thinking and I can consider it a little emotional handicap parking bay — not me. We get ourselves reasons why we can’t earn those fabulous incomes, go on those wonderful trips. “I’m too young”; “I’m too old”; “my children are too young”; “I’m too busy”; “I have a full-time job.” Well, when you’re doing that, when you’re giving yourself permission to fail — which is what you do when you label yourself “too young,” “too old,” “too busy,” or whatever — you’re basically giving yourself permission to fail and it’s so disappointing when I see people doing it. So many people I see out there overestimating their challenge and they underestimate themselves.

So you’ve got to move on from that if you want it and you’re willing to work for it, you can have it. And so often saying things like “I’m too busy,” “my kids are too young,” basically you’re giving yourself an excuse and you can’t make excuses and money at the same time. So if we were able to have everyone who’s listening to this show tonight up, and we were able to interview you for a couple of minutes, I’m sure all of us would have a story to share, a reason why we can’t succeed. But you can’t do that. Start by giving yourself permission.

DEB BIXLER: Right.

MARY CHRISTENSEN: Another little emotional handicap parking bay that people pull in to is the fear one that has a little sign on it, Deb: “What if?” I want to ask everyone a question: If I was to ask you right now to come on the show and tell us what you will achieve this year, I wonder how many of you would decline because you think, “But what if I can’t find people? What if I can’t get the bookings?” Well, that’s a little bit like saying, “I’d like to be an optimist but I know it wouldn’t work out.” It’s giving yourself permission to fail.

I love what Mark Twain said, Deb: “I’ve had some terrible times in my life, some of which actually happened.”

DEB BIXLER: [Laughter]

MARY CHRISTENSEN: I know. Now, the fastest route out of this business is disappointment, but don’t set yourself up for that, like don’t start worrying about what-ifs because, yes, sometimes the green light is going to be shining in your direction, sometimes you’re going to feel like the red light is permanently blinking at you — but that’s not going to stop you. But predicting failure: that is crazy.

So I have a challenge for everyone on this show tonight:

What if you had it in you to be an amazing person who made great achievements?

And, remember, when we achieve we shine a light for every other person we know that says, “You can do it. If I can do it, anyone can.” So what if you had it in you to live this amazing life that you gave out without giving it your best shot? What if that was what you did? What if hell was discovering what you could’ve done with your life? So just think about it right now: What are you doing that is handicapping you to move on?

I see so many people pulling into that little parking bay with the sign on it: “What other people think.” When I do my conventions, I’m amazed at how many people when I ask the question, “Do you have a negative person in your life?” the number of people who start laughing or put their hand up and say, “Well, tell me about it.”

You know what, and often it’s the people close to us and some people seem to have been born with a gift of putting a dampen on other people’s enthusiasm and some people are just mean out there. I always wonder, are there that many mean girls out there, Deb, or do they just move around a lot? I don’t know but there are people out there who will feel threatened when you say, “This is what I’m going to do.” But you can’t let other people determine your direction in life. You have to understand that some people will feel threatened; you have to understand that not everybody wants to grow.

I pretty much worked out early on, there are two types of people: There are those who light up every room they enter and there are those who light up every room they leave; and I’ll tell you what, in direct selling you’re being around people who are excited, who are exciting, and who will want you to succeed. So don’t worry about what other people think. You have that right. One of the greatest philosophers was Dr. Seuss. What did he say, Deb? He said, “Always be yourself because the people who matter don’t mind and the people who mind don’t matter.” So free yourself of that.

And probably the last one I’d like to warn everybody about is the little parking bay with the sign on it, “When?” And I know, I do have a side accent so I will spell that one for you: P-R-O-C-R-A-S-T-I-N-A-T-I-O-N — procrastination, and we all have a tendency to do it. Yes, how many of you spent this summer going, saying, “I’m really going to work my business as soon as the summer vacations are over. I’m going to work my business when the kids go back to school. I’m waiting for the new fall catalog.” Well, what you’re doing is just playing a game that will lead you nowhere. You’ll never win that one of just postponing because there’ll never be a right time. I promise you this, right now we’re in a recession and you might be thinking, “Oh, I can’t wait to work my business when things get better.” Don’t wait for things to get better, start today making yourself better. Don’t become one of those people who wait for things to happen — make things happen in your life.

I promise you this from my own experience: When your children are starting to become independent, someone or something else will step up and fill the gaps; in my case it was my mom. And I have to tell you this, I love my mom but she graduated college with a Master’s in manipulation for sure. And she managed to take up every spare moment I had because she felt it was her time to be taken care of and she tried to protect us when we were growing up.

So there’s never going to be a right time, everyone; you have to do it now. Take that step. One small step today is always going to work better for you than a hundred good intentions you have for tomorrow.

DEB BIXLER: Right. Absolutely, and you said so many things like when you’re talking there’s things I can say about you started talking about people; you said it in a different way about… my line is, “People never fail, systems fail”; and the only way to fail in this industry is to quit.

MARY CHRISTENSEN: Yes, absolutely. If you want it and you’re willing to work for it and also willing to learn, Deb, anybody can have it. Anybody can have it if they’re willing to work for it and it’s so sad that so many people hold themselves back because they do underestimate themselves and they do overestimate the challenge. If you think you are worth $10,000 a year, that’s what you’ll earn. If you dare to believe that you want more — and I call it “settling for more” — I mean, everybody settles for something, most people settle for less. But my challenge is settle for more; and when you settle for more and you go for those higher rewards, they will happen and you’ll find a way.

Sales Business Procrastination!

DEB BIXLER: Right. And we’re like less than two minutes until our next break. Something else you said was about about procrastination, like, “Oh, I’ll work my business when the kids go back to school,” or “I’ll work my business after Christmas.” It’s funny because we had our show last week was on conducting a year-round business, and next week our topic is on how to have a solid January. And, I forgot what I was going to say, but… [Laughter] Every month is a perfect month to be in business and when you have that attitude, everybody… you’re going to attract people that want to have… be good for your business.

MARY CHRISTENSEN: Oh, absolutely, and the first step, Deb, everybody: Pick up the phone. I hear people saying, “I’m not getting enough sales bookings.” How many calls are you making a day? I know people don’t like picking up the phone; I don’t love it either. I basically have a philosophy — there are two types of people — there are those who hate making calls, and liars. I mean, none of us really want to sit there; we want people to give us our parties or our presentations and wellness presentations or our appointments. But the fact is the more times you pick up that phone, the better you get at picking up the phone. And if you’re focusing on what you have to offer and not what people think of you, you’re going to get there but you have to pick up the phone.

DEB BIXLER: Right. The phone is your cash register because every business has a cash register that rings; and so if you think about your phone as your cash register, you’re going to be more willing hopefully to pick it up and actually make your calls. So, well, thanks, Mary. We’re going to take another short break. Those are great, great input for our listeners and we’ll be looking forward to talking more with Mary after this break.

[Break - Music]

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What Do Football And A Direct Sales Business Have In Common?

That is exactly what I was wondering when I first started talking with Eric Boles about being on The CashFlowShow – Direct Sales Radio! It did not take long to learn that football and a successful direct sales business have a good bit in common.

Direct Sales Success Depends On Goals!

The success of any game depends on goals and planning. Every successful business (and football game) has a plan in place. The goal of every business and the goal of every team is to win… win no matter what! Everyone wants to come out on top!!

Our guest next Wednesday @ 8:00 PM EST (January 11, 2012), Eric Boles will share with us his inspiring insights and strategies on creating success in business!

What if there was a better approach? The pursuit of excellence is bigger and better than winning. The GAME Plan is giving your very best in pursuit of a goal or endeavor that is bigger and demands your best!

Business Motivation, Eric Boles’ The GAME Plan

As a player with the New York Jets and the Green Bay Packers, Eric learned many principles about team dynamics, leadership and goal setting.  On the The CashFlowShow – Direct Sales Radio Eric will be sharing his top business motivational presentation: The GAME Plan!

This is the 2nd in a series of 3  Direct Sales Radio shows focusing on goals and getting off to a great start in 2012. In this motivational radio show, Eric will share how you can motivate your team to excellence.

Eric’s workshops have been presented to successful corporate companies such as Starbucks Coffee, First West Credit Union, National Association of Realtors and Alaska Airlines. This will be exciting!!

(I don’t know anything about football… but don’t tell him, OK?!)